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Listen "62. The Cost of Inaction in Healthcare Sales"
Episode Synopsis
What’s the real cost of doing nothing?
In this episode, Frank Shipp — VP of Sales at Cardinal Health — joins Harry Kendlbacher to explore how healthcare sales teams can drive meaningful change in high-stakes, high-regulation environments.
They dig into:
How to quantify and communicate the cost of inaction to every stakeholder
What it takes to earn buy-in from clinical, financial, and executive audiences
Why traditional sales playbooks often fall short in healthcare
And how to prepare reps for value-based conversations that actually stick
If you're selling in a complex ecosystem with long cycles and multiple decision-makers, this one’s for you.
In this episode, Frank Shipp — VP of Sales at Cardinal Health — joins Harry Kendlbacher to explore how healthcare sales teams can drive meaningful change in high-stakes, high-regulation environments.
They dig into:
How to quantify and communicate the cost of inaction to every stakeholder
What it takes to earn buy-in from clinical, financial, and executive audiences
Why traditional sales playbooks often fall short in healthcare
And how to prepare reps for value-based conversations that actually stick
If you're selling in a complex ecosystem with long cycles and multiple decision-makers, this one’s for you.
More episodes of the podcast B2B Sales Trends
73. Staying Coherent in Complex Deals
02/10/2025
71. Building Sales Teams for Modern Buyers
25/09/2025
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